by Paul DiModica To increase sales performance and customer account lifetime value, cross-selling is a key business tool that when used correctly can close complicated sales opportunities, eliminate competitive issues, and create a “visual value” of your market differential. But when cross-selling is deployed incorrectly, it can confuse buyers, delay sales cycles, and sometimes induce [...]
by Kevin McCann It’s Time To Play Like a Champion from Kevin McCann on Vimeo. I often talk about tools and methods of how CEO’s can improve their businesses by integrating strategy, marketing and sales – and we offer numerous answers and breakthroughs for our clients in this area. However, today’s article is going to [...]
by Paul DiModica Selling is a “Zero Sum Game.” Someone wins and someone loses. When developing your sales process (as a corporation or as a quota carrying salesperson), you need to decide if you are going to use a premeditated (proactive) sales process or a reactive sales process to manage your zero sum game outcomes. [...]
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by Paul DiModica Are you managed by your prospects? Are you projecting your needs onto prospects — hoping they will buy? Are you held hostage to the small size of your sales pipeline? To sell more products and services, it is important to manage prospects — not have them manage you. Selling is a profession [...]
Posted in Featured, Revenue Capture Insider, Revenue Growth, Sales Efficiency Tips, Win More Sales Tags: Business, commitment, Family, Kevin McCann, LLC, Management, marketing, prospect, Prospect Engagement Outline, Prospect Time Management, Revenue, Sales, Sales process, Selling, Strategic management, The Executive Strategy Group No Comments »
by Paul DiModica As salespeople, we must manage prospects’ buying cycles with our selling cycles. When trying to sell prospects, we sometimes discover they do not know how to buy correctly. So your prospects’ lack of buying skills can affect your sales success and the accuracy of your sales forecast. Taking this into consideration, how [...]
by Paul DiModica On the Internet, there is a web site called “six word stories” located at http://www.sixwordstories.net that is a tribute to Ernest Hemingway. According to history, the great life writer Ernest Hemingway was challenged to pen a short story in six words or less. The word “story” according to Webster’s Merriam Dictionary means: [...]
